Monday, September 7, 2015

Competing for Customers, Blog 1: The New "As-Needed" Economy

Oracle OpenWorld 2015 is in two months. From this week forward, I will publish a blog series on Customer Success. I have asked two of my colleagues, Amir Hartman and Craig LeGrande, to help me write these blogs. Amir, Craig, and I have been writing a book together. It's called Competing for Customers, and we've just about wrapped it up. We want to share some of our insights with you as you gear up for Oracle OpenWorld.
Competing for Customers, Blog 1: The New "As-Needed" Economy
Whether you realize it or not, everything about how you sell to customers is changing; everything about how you market to them must be rethought; and everything about how you keep customers loyal needs a fresh look.
The rise of the "as-needed" economy is having a profound impact on companies of all sizes and industries. In particular the relationship between the buyer and the seller is fundamentally shifting, with the customer in the driver's seat. This is particularly so in the B2B space. For most organizations, the sales process is turning upside down right before our eyes. Rather than paying for products upfront in a single capital outlay, customers are spreading the purchase over many years -- and constantly evaluating whether to renew their relationship with you. Under this scenario, your "sale" is no longer a one-time event. Instead, it's a "relationship" that demands continuous care and nurturing if you hope to retain your customers long-term and fully realize the value of your sale.
This leads to the central thesis of our book, Competing for Customers -- your success in this new economy will greatly depend on your ability to sell AND deliver measurable business outcomes to your customers. Indeed, we believe that driving customer value will be one of the few ways companies can attract and retain lasting customer relationships. If you're not generating tangible value for customers, you will lose them!
Are you read to compete for your customers?
Next week: Quantifying the value of Customer Success.
Jeb Dasteel
Amir Hartman
Craig LeGrande

109 comments:

  1. Online marketing is steadily gaining relevance across the marketing and advertising sector. It is the best bet for businesses these days to achieve higher levels of success. See more company profile writers

    ReplyDelete
    Replies
    1. IEEE Final Year projects Project Centers in Chennai are consistently sought after. Final Year Students Projects take a shot at them to improve their aptitudes, while specialists like the enjoyment in interfering with innovation. For experts, it's an alternate ball game through and through. Smaller than expected IEEE Final Year project centers ground for all fragments of CSE & IT engineers hoping to assemble. Final Year Projects for CSE It gives you tips and rules that is progressively critical to consider while choosing any final year project point.

      Spring Framework has already made serious inroads as an integrated technology stack for building user-facing applications. Spring Framework Corporate TRaining the authors explore the idea of using Java in Big Data platforms.
      Specifically, Spring Framework provides various tasks are geared around preparing data for further analysis and visualization. Spring Training in Chennai


      The Angular Training covers a wide range of topics including Components, Angular Directives, Angular Services, Pipes, security fundamentals, Routing, and Angular programmability. The new Angular TRaining will lay the foundation you need to specialise in Single Page Application developer. Angular Training

      Delete
  2. Thanks for sharing informative article on java application development. Your post helped to understand the career in Java. JAVA Training in Chennai

    ReplyDelete
  3. Such a nice blog i had seen ever. The information with this is much impressive and informative. thank you for sharing and keep updating.

    Regards,
    CCNA Training in Chennai | CCNA Training Institute in Chennai | Best CCNA Training in Chennai

    ReplyDelete
  4. Excellent blog. Your blog gives lots of information, keep up the good work and share more.
    Angularjs Training in Chennai | Angularjs courses in Chennai | Angular 4 Training in Chennai

    ReplyDelete
  5. Great Article… I love to read your articles because your writing style is too good, its is very very helpful for all of us. Do check Six Sigma Training in Bangalore | Six Sigma Training in Dubai & Get trained by an expert who will enrich you with the latest trends.

    ReplyDelete
  6. I have been reading for the past two days about your blogs and topics, still on fetching! Wondering about your words on each line was massively effective. Techno-based information has been fetched in each of your topics. Sure it will enhance and fill the queries of the public needs. Feeling so glad about your article. Thanks…!
    best software testing training in chennai
    best software testing training institute in chennai with placement
    software testing training
    courses

    software testing training and placement
    software testing training online
    software testing class
    software testing classes in chennai
    best software testing courses in chennai
    automation testing courses in chennai

    ReplyDelete
  7. I feel satisfied to read your blog, you have been delivering a useful & unique information to our vision.keep blogging.
    Digital Marketing Course In Kolkata

    ReplyDelete
  8. Your post is really awesome .It is very helpful for me to develop my skills....Aspirants Indian Postal Department invites application form for the various posts such as Gramin Dak Sevaks (GDS) entire India. Eligible Aspirants can apply for the Indian Post office Recruitment 2020

    ReplyDelete
  9. Pretty article! I found some useful information in your blog....

    so here we provide,

    We provide you with flexible services and complete hybrid network solutions. It can provide your organisation with exceptional data speeds, advanced external security protection, and high-resilience by leveraging the latest SD-WAN and networking technologies to monitor, manage and strengthening your organisation’s existing network devices.

    https://www.quadsel.in/networking/>
    https://twitter.com/quadsel/
    https://www.linkedin.com/company/quadsel-systems-private-limited/
    https://www.facebook.com/quadselsystems/

    #quadsel #network #security #technologies #managedservices #Infrastructure #Networking #OnsiteResources #ServiceDeskSupport #StorageServices #WarrantyAMCServices #datacentersolutions #DataCenterBuild #EWaste #InfraConsolidation #DisasterRecovery #NetworkingServices #ImagingServices #MPS #Consulting #WANOptimisation #enduserservices

    ReplyDelete
  10. I have gone through your blog, it was very much useful for me and because of your blog, and also I gained many unknown information, the way you have clearly explained is really fantastic. Kindly post more like this, Thank You. lovely page
    Ai & Artificial Intelligence Course in Chennai
    PHP Training in Chennai
    Ethical Hacking Course in Chennai Blue Prism Training in Chennai
    UiPath Training in Chennai

    ReplyDelete
  11. This comment has been removed by the author.

    ReplyDelete
  12. Your article is good to understand, are you interested in accounting software? Our service is helpful to you.
    Ubs accounting
    Myob Singapore
    Best Accounting software Singapore

    ReplyDelete
  13. Excellent post. I was checking continuously this
    blog and I am impressed! Extremely helpful information specifically the last part :
    ) I care for such information much. I was seeking this particular
    info for a long time. Thank you and best of luck.

    my blog post 대구오피
    (jk)

    ReplyDelete
  14. I am impressed with this website, really I am a big fan.

    click me here카지노


    iyang

    ReplyDelete
  15. This post is so interactive and informative.keep update more information...
    Hadoop Training in Anna Nagar
    Big data training in chennai


    ReplyDelete